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Adams, O (1997) Contractor development in Nigeria: perceptions of contractors and professionals. Construction Management and Economics, 15(01), 95-108.
Chau, K W (1997) Note - Monte Carlo simulation of construction costs using subjective data: response. Construction Management and Economics, 15(01), 109-15.
Hatush, Z and Skitmore, M R (1997) Criteria for contractor selection. Construction Management and Economics, 15(01), 19-38.
Kaming, P F, Olomolaiye, P O, Holt, G D and Harris, F C (1997) Factors influencing construction time and cost overruns on high-rise projects in Indonesia. Construction Management and Economics, 15(01), 83-94.
Peng, C L, Scorpio, D E and Kibert, C J (1997) Strategies for successful construction and demolition waste recycling operation. Construction Management and Economics, 15(01), 49-57.
Pietroforte, R (1997) Communication and governance in the building process. Construction Management and Economics, 15(01), 71-82.
Preece, C and Male, S (1997) Promotional literature for competitive advantage in UK construction firms. Construction Management and Economics, 15(01), 59-69.
- Type: Journal Article
- Keywords: competitive advantage; construction; marketing; promotion
- ISBN/ISSN: 0144-6193
- URL: https://doi.org/10.1080/014461997373114
- Abstract:
This paper outlines the findings of an in-depth survey exploring the effective use of promotional brochures and other corporate literature in providing a competitive advantage in the marketing of contractual services in construction. The research project on which this paper is based involved surveys of major client organizations and their professional advisers, i.e. architects, engineers, project managers etc., who provided constructive criticism of the promotional efforts of contracting firms. The research also involved the senior marketing management responsible for promotion in construction firms, and promotional design consultants and agents employed by the industry to produce promotional brochures and other material. The principal findings are that construction firms need to give more attention to the careful targeting of their promotional literature to specific members of the client’s team, tailoring material to the particular needs of the client and proposed project, and trimming material so that it concisely communicates a persuasive message concerning the firms’ corporate image and the benefits of a clearly differentiated service. The paper presents practical recommendations based on the analysis for the more effective use of brochures and annual reports as part of the promotional strategies in the provision of construction contractual services.
Rawlinson, S and Raftery, J (1997) Price stability and the business cycle: UK construction bidding patterns 1970-1991. Construction Management and Economics, 15(01), 5-18.
Seymour, D E, Crook, D and Rooke, J (1997) Note - The role of theory in construction management: a call for debate. Construction Management and Economics, 15(01), 117-9.
Wong, E and Norman, G (1997) Economic evaluation of materials planning systems for construction. Construction Management and Economics, 15(01), 39-47.